Without an Engaging Big Story, Sales Reps are Hung Out to Dry
According to the Cambridge University Press, to “hang someone out to dry” means: “…to allow someone to be punished, criticized, or made to suffer in a way that is unfair, [...]
No Time for Waffling
Your attention span is shorter than a goldfish’s, that’d be about eight seconds compared to Goldie’s nine. And Satya Nadella, Microsoft CEO, said “Time in an attention [...]
Complacency in Sales Proposals
“I have a dream” — “To be, or not to be” — “Four score and seven years ago…“ Do you recognize these from the few words shown? They’re memorable [...]
Do Sales Pipelines & Funnels Lie?
In the B2B world, accurately estimating sales is as easy as solving a Rubik’s cube blindfolded on a roller coaster. We’re not talking about e-commerce here but about large-dollar, complex service [...]
C-Suite Talking Points for B2B Sales
It’s a constant selling refrain that to succeed in sales, reps must connect as high up in customers’ organizations as possible, ideally at the c-suite level. And that’s not easy [...]
Monkeys to Whales: Balancing Conflicts within Proposal Systems
In the zoology of facility service contracts, smaller dollar contracts (monkey size) are bought and sold differently than larger dollar contracts (whale size). It follows that to win different [...]
Animals of Facility Service Contracts
OK, facility service suppliers are not animals, nor are their customers. Just wanted to get that out of the way first. With that said, when facility service suppliers grow in size they eventually [...]
When is Competitive Advantage Not?
Years ago, in a galaxy far, far away, B2B suppliers searched for unique competitive advantages. With one in hand, suppliers wowed buyers, bested competitors, and raced at warp speed beyond [...]
